RISMedia's Real Estate Magazine

AUG 2018

Real Estate magazine is the industry's leading source for real estate news and information since 1980. Published monthly by RISMedia, Real Estate magazine offers timely and relevant real estate news to the industry's top brokers and agents.

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RISMedia's REAL ESTATE August 2018 63
Start employing these methods,
and you'll begin to see immediate
results.
1
Lead by example and set the tone for
success. The speed of the leader
determines the rate of the pack. Cre-
ate an environment of high drive and
success. Your agents will follow your
lead.
2
Get agents into the office. Set
the tone in your office by using
a Prospecting and Sales Training
Activity Calendar every week. Post
printed copies throughout the office
and include your sales meetings,
new agent training meetings and
call events. Schedule these so that
agents have to come into the office.
Offer a training class every week on
how to hold open houses, how to con-
duct listing appointments and how to
convert leads into income. Getting
your agents into the office and fo-
cused on prospecting activities gives
them the opportunity to create their
own success…and agents who show
up to the office talk to other agents
about new listings, ultimately creat-
ing sales.
3
Ask agents what they have in their
pipelines for buyer and seller leads.
Help them to convert these leads
to appointments. Identify opportuni-
ties where your agent can offer free
pre-approval to help move the lead
through the stages of the sales cy-
cle. Find out daily and weekly what
new listings or sales your agents
are working on, and consistently ask
them how many listings and sales
they forecast for the next month.
This will drive your team members
to achieve their goals, which, in turn,
will help achieve the team's goals.
4
Drive open house activity. Not ev-
ery agent will want to hold open
houses, and that's fine. Find the
ones who will maximize open houses
as a lead generator to find new list-
ing and buyer leads. Open houses
can and should be the most profit-
able 2 - 3 hours of an agent's week
if they properly plan and convert the
leads. Help those holding the open
house sit on the right-priced property
to maximize their time.
5
Lead the effort to create FSBO and
expired prospecting groups. Create
a group of agents that meet weekly to
prospect FSBOs and expired leads.
Show them how to contact and con-
vert these leads into appointments
and income. Caravan to expireds
and FSBOs to do door-knocking. All
new or newer agents should be re-
quired to attend these activities.
6
Create momentum and hold agents
accountable to their annual and
monthly goals. Meet with agents for a
check-in and ask them how you can
help them succeed. Review what
their action plan is to create busi-
ness, and offer them suggestions on
ways to increase their opportunities
to get in front of more people to con-
vert more listings and sales. RE
For a list of other lead-generating
ideas to coach your sales team, and
for more methods to drive agent list-
ings in your office, email yourock@
sherrijohnson.com.
Sherri Johnson is CEO and founder of Sherri Johnson
Coaching & Consulting. With 20 years of experience in
real estate, Johnson offers coaching, consulting and
keynotes, and is a national speaker
for the Homes.com Secrets of
Top Selling Agents tour. For more
information, please contact
coaching@sherrijohnson.com or
844-989-2600 (toll free) or visit
www.sherrijohnson.com.
6 Methods to Drive Listings
With Your Sales Team
by Sherri Johnson
B
eing a sales manager in today's competitive environment
means adding value to your sales team by leading them
to achieve their goals. If you're sitting at your desk 50
percent of the day, then it's time to engage in the practice
of getting out of your office, walking around and talking to your agents.
Sure, they need you for administrative tasks, but the reality is that
you're a sales manager, and your No. 1 job is to create listings and
sales from your sales team.